Iannarino
APRIL 4, 2023
How you sell is a major factor in sales success. Even though the sales process is no longer linear, we still divide it into stages. Each stage of an opportunity requires you to achieve a corresponding outcome for you and your potential customers.
Partners in Excellence
APRIL 24, 2023
When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. Listening to sales executives, the focus is, constantly, making your numbers. And then there are the consequences of not doing so. Our jobs are at stake, even our companies are threatened. One imagines a sword of Damocles hanging over seller’s heads with the constant threat of making quota.
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Score More Sales
APRIL 18, 2023
We know how important it is for sellers to be coachable. Coachability, after all, is one of the keys to identifying top performing sales professionals.
Membrain
APRIL 5, 2023
It’s almost the only thing people want to talk about these past few months: Artificial intelligence. ChatGPT and its many children and siblings have set the internet and our industry ablaze with speculation about what it means for us.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Understanding the Sales Force
APRIL 27, 2023
Our son's college baseball season is winding down and we think they'll make the playoffs for the second straight year. As I think back to high-school baseball, a couple of things came to mind that have a lot to do with sales development. Mike attended two high schools. His first high school baseball coach saw his potential, calling him up to play on the varsity team when he was still in the 8th grade.
Martech
APRIL 17, 2023
Spend across marketing analytics and data infrastructure is forecast to grow from $22 billion in 2022 to $32 billion in 2026 in the U.S., U.K. and European Union. That’s according to a new report from Winterberry Group, “From Data to Insight: The Outlook for Marketing Analytics.” The predicted increase of over 30% is derived from a survey of 200 U.S. and European marketers, as well as interviews with industry experts.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
APRIL 16, 2023
Google is in the process of building an “all-new search engine” powered by its new A.I. technology while at the same time working on adding new A.I.-based features to its current search engine under the project name Magi. “The new search engine would offer users a far more personalized experience than the company’s current service, attempting to anticipate users’ needs,” the NY Times reports.
Partners in Excellence
APRIL 5, 2023
As I look at the plethora of tools we leverage to engage customers and each other, I worry. While they are intended to help us accomplish more. They are intended to help us, make us more efficient, eliminate some of the work we have to do, Instead, I wonder if they are dumbing us down. We have tools that present everything about the customer to us—the financial performance of the company, performance relative to the market, key issues facing them and their customers.
Membrain
APRIL 12, 2023
Everyone talks about sales prospecting , and we all think we know what it means. It’s just going out looking for potential customers to put into your sales pipeline, right? Traditionally, this was a task entrusted to junior “hunters” on the sales team–young hungry salespeople tasked with “drumming up opportunities.
SaaStr
APRIL 7, 2023
Dear SaaStr: How Much Of My Startup Do I Need to Sell In Each Venture Round? It definitely can vary based on what type of investor. But for venture-backed start-ups raising from more traditional funds (the ones you’ve heard of), here are some rough rules: Seed VCs would like to buy 10%, sometimes 15%, if they can. They often “settle” for a bit less.
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Martech
APRIL 6, 2023
Love it or hate it, the artificial intelligence revolution is here. People can’t stop talking about ChatGPT, OpenAI and how AI will fundamentally change the world. Marketers everywhere are obsessing over the newly discovered power of AI. Amid the jaw-dropping realizations of what AI is capable of, marketers are faced with an existential question that’s a bit daunting to consider: Is this the end of marketing as we know it?
Iannarino
APRIL 22, 2023
When sales managers fail their sales teams, every stakeholder is harmed. First, the salesperson is harmed by not being successful in sales. The salesperson’s family may also suffer without the resources they need. The salesperson’s prospective clients are hurt because the person they are dealing with is not using value creation strategies , which would have caused them to buy from the salesperson.
Search Engine Land
APRIL 17, 2023
Google is placing more importance on the content source, specifically the author, when ranking search results. The introduction of Perspectives, About this result and About this author in the SERPs makes this clear. This article explores how Google can potentially evaluate content pieces through their authors’ experience, expertise, authoritativeness and trustworthiness (E-E-A-T).
Partners in Excellence
APRIL 19, 2023
Let’s try a thought experiment. I’ll start with a bit of background. When I look at a lot of the “expert” advice in my social feeds, the emphasis is on how we reach and engage more and more customers. This is critical, at least in the thinking of these experts, because those customers we are trying to engage aren’t responding in the numbers we need.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Membrain
APRIL 19, 2023
“Business acumen” is a concept spoken of quite often by sales thought leaders. I’ve talked about it , as well. Most of us agree that it’s something salespeople need in order to differentiate themselves and help buyers make the right choices. But I’m not sure everyone is on the same page in regard to what it means and the degree to which salespeople need to be upskilled in it.
Understanding the Sales Force
APRIL 18, 2023
As we do each Friday in March and April, my wife and I drove to upstate New York to watch our son's college baseball games. But this article isn't only about normal, it's also about the abnormal in both baseball and sales.
Martech
APRIL 28, 2023
As technology and automation evolve, B2B marketers can access tools and information faster than ever. With the rapid adoption of generative AI, that evolution is happening in real time. As B2B marketers, we must embrace and use this technology to our advantage. This article will cover three ways to use generative AI: keyword research, content creation and data analysis.
Iannarino
APRIL 9, 2023
It has never been easy to lead a sales force, but it is increasingly difficult today. The idea that sales is broken is a way to describe the slow reaction of sales organizations who don’t recognize how buyers have changed. Those who still practice a traditional sales approach lose opportunities that require a modern sales approach.
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Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Search Engine Land
APRIL 4, 2023
Google Analytics 4 now supports creating and/or modifying events using regular expressions, regex. This can help you migrate destinations and event goals from Universal Analytics to Google Analytics 4 in a more programmatic fashion. More details. Google said the new feature and options enable you to define conversions using regular expressions (regex) for web data streams.
Partners in Excellence
APRIL 18, 2023
We invest billions in developing the competencies of our sellers. We have endless sales training, product training. We have tools giving them the data and information they need to have meaningful conversations with customers. We have conversational intelligence tools, providing “coaching” to improve their ability to talk to customers. We provide role plays and other tools to help them practice these skills in a “safe” environment.
Membrain
APRIL 16, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Kent Malinowski , Founder and CEO of Successworks.
David Meerman Scott
APRIL 3, 2023
This morning, I signed an Open Letter , putting my name together with academics, researchers, and business people calling on all Artificial Intelligence labs to immediately pause for at least 6 months the training of AI systems more powerful than GPT-4.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Martech
APRIL 3, 2023
On Friday, Italian regulators imposed a ban on generative AI tool ChatGPT with immediate effect while giving its creator, OpenAI, 20 days to address concerns about the way data is collected and processed under penalty of a fine of $21.7m or up to 4% of annual revenues (whichever is greater). There have been indications that other European regulators may swiftly follow suit.
Iannarino
APRIL 18, 2023
The strategies you might use when pursuing a small or average-sized company cannot help you win large clients. These large clients have greater needs, spend more money, and meet with multiple sales organizations. These competitive sales scenarios are difficult to win, but they are game changers. Winning one enterprise-level deal can retire your quota for the year.
Search Engine Land
APRIL 6, 2023
Stop reading. Now. Go open Google Analytics. Click on Behavior , then sort by Top Content , and add a Secondary dimension for google / organic. Now, what do you see? If you’re like most websites, the top trafficked pages are also often at least 12 months old. That means three things: Traffic is a lagging indicator, a byproduct of previous output.
Partners in Excellence
APRIL 10, 2023
One of my favorite wastes of 30 minutes, every Friday, is to listen to Coffee With Brent Adamson and Matt Heinz. (For regular listeners of the show, you will know my tongue is deeply planted in my cheek). Not quoting Brent directly, he raised an issue of: Why are we so obsessed about what customers think of us and our products? It’s a fascinating question.
Speaker: Chris Paxton McMillin, President of D3 Training Solutions
There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.
Membrain
APRIL 9, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with James Rores , Founder and CEO of Floriss Group.
SaaStr
APRIL 2, 2023
“I never make the same mistake twice. I make it 5 or 6 times, just to be sure.” -Random quote I found on the Internet If that doesn’t describe the CEO experience, I don’t know what does. In February 2023, I hit my 10-year anniversary (or “Gainaversary,” as we say) of running Gainsight. After receiving my gold watch and Silicon Valley AARP card, I had a chance to reflect on a decade of community-building, cheesy music videos, and #CustomerSuccess.
Martech
APRIL 3, 2023
Did you know that 91% of business buyers and 86% of consumers consider the company’s experience as important as its products and services? If your B2B go-to-market strategy doesn’t prioritize delivering a personalized and engaging experience for your audience, you could be missing out on potential customers and growth opportunities. Fortunately, conversational marketing can help you create the kind of experience that modern buyers expect.
Iannarino
APRIL 2, 2023
Sales operations is the business function responsible for supporting the sales force by improving efficiency and effectiveness. Sales organizations may assign different tasks and outcomes to sales operations. Some of these responsibilities include sales strategy , sales planning , managing technology, sales training , or optimizing the sales process.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
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